Sales Techniques

Always leave a buffer. If it typically takes you 5-days to complete a certain type of job, say it’s going to take 7-days to the customer, and then deliver it in 5-days. It’s much easier to under promise and over deliver, than over promise and under deliver. This is what top sales reps do, and …

If you want to excel in sales, you need to get belly time with your prospects and customers. Yes, that means taking the time out of your day to travel to see them so that you can get face-to-face and grow the trust. Relationships come down to trust, and building trust online takes forever, so …

When selling your product or service, cool your jets when talking to prospective clients. Don’t spew out so much information, so fast, that the person you’re talking to feels like they’re getting sold. No one likes to feel like they’re getting sold, and if you do business this way i.e. high-pressure, frantic, or “Do this …

To get ahead in business and move away from the pack, you need to create competitive advantages and differentiators for yourself. Using the same old boring sales techniques that everyone else uses isn’t going to give your business a competitive edge. All it’s going to do is put a little bit of money in your …

To be successful in sales, you need to separate yourself from the pack. What I mean by this is that you’re going to need to do something unique and different to get an edge on your competition. If you do what everyone else is doing, and you don’t push the limits, you’re going to get …

In every account, there are decision makers and hidden influencers. It’s up to you, as the business owner or sales representative, to find out who they are, and to get your information in front of them. Not knowing who the decision makers and hidden influencers are within an account is like driving in the dark …

If there’s one thing I hear all the time from sales reps, it’s “I can’t get a break with this prospect, they never answer the phone or respond to any emails that I send.” Well, let me tell you, this is not a good excuse. Maybe back in 1952 complaining like this was accepted, but …

Without a doubt, there are conversation busters that will put you at a competitive disadvantage, so it’s vital that you’re aware of what they are, so that you can avoid them at all costs. A conversation is a two-way street, but if one person decides to hijack it and overpower the other person, things can …

In my experience, it’s best to keep presentation decks dead simple. Stuffing a bunch of nonsense on a ton of different slides, is not the way to go. You’re better off just putting a single word, or a couple of words, on each slide, rather than stuffing full sentences with bullet points. The simpler the …

You’ve worked long and hard to get an opportunity at a new account, you’ve asked for every favor you can to get the discount level approved to make the deal happen, and finally, you’ve been awarded the business, but don’t stop working now — this is the most important part. That’s because, the real work …